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According to Mark Sellers, an opportunity isn't really an opportunity (and doesn't deserve significant resources) until the customer has committed budget dollars to the project. He says that until this takes place, it's crazy to write proposals, make multiple business trips, or put the revenue from that “opportunity” into your forecast. Ins Read More

Skip Anderson was interviewed for a column in the Minneapolis Star Tribune newspaper. Read More

Some advice on how to best define your offering. Also, an announcement of a special guest on the tv show. Read More

The number one technique in business networking isn't "working a room", a clever elevator speech or how you position yourself.... Read More

Sales evangelist TV and retaining margins Read More

I disagree with the folks who cleverly say, "I refuse to participate in this recession." Find out why... Read More

Every year we resolve to improve, what is your resolution for 2009. If you are in sales, there is help out there. Read More

By understanding your customers underlying beliefs you can learn how to sell a lot more effectively to them. Read More

How to warm up contacts before cold-calling. Read More